Communication for Dentists: Why Telling Patients “Most Dentistry Is Elective” Builds Trust and Case Acceptance
- Jen Cox
- Oct 31
- 3 min read
Updated: Oct 31
Strong communication for dentists goes beyond explaining procedures - it’s about creating understanding and trust.
When dentists learn to tell patients that “most dentistry is elective,” it changes everything. Instead of feeling pressured, patients feel informed, respected, and empowered to make their own decisions. This subtle shift in language can dramatically improve communication, build long-term trust, and increase case acceptance.
The Hidden Problem: When Patients Say “Yes” But Mean “No”
Many skilled dentists take great pride in building rapport, explaining treatment options, and presenting comprehensive plans.
But what happens when a patient seems engaged, nods along, and then says, “I’ll think about it,” or *“I need to talk to my partner”?
Often, it’s not a genuine obstacle - it’s polite evasion.
The patient doesn’t want to say “no” directly because they sense how much effort the dentist has invested. Unfortunately, this can lead to awkwardness, frustration, and even mistrust.
When the patient later decides not to go ahead, they may reinterpret the experience as pressure. That negative feeling can easily translate into comments like “the dentist tried to sell me something I didn’t need.”
Why This Happens
For most patients, essential treatment means treatment that relieves pain or fixes something broken.
For dentists, however, much of what we do feels essential — after all, we see the long-term consequences of inaction every day.
This difference in perspective creates tension.
When dentists present care as necessary and patients see it as optional, it can unintentionally sound like persuasion rather than partnership.
The Power of Saying “Most Dentistry Is Elective”
It might sound counterintuitive, but one of the most powerful phrases a dentist can use is:
“Most dentistry is elective.”
When we acknowledge this openly, we shift ownership of the decision to where it belongs — the patient.
Instead of trying to convince them that something is “needed,” we invite them into an informed, pressure-free discussion.
You might say:
“There are many ways to treat this condition — some involve doing very little, others involve more extensive care. My role is to explain the options, their consequences, and to support you in choosing what’s right for you.”
Suddenly, you’re not selling — you’re guiding.
You’re helping the patient weigh choices and priorities without fear of judgment.
What This Approach Achieves
No more pressure: Patients feel respected and in control.
No more confusion: You’ve clearly differentiated between pain-based and elective treatment.
No more complaints: You’ve eliminated the perception of “unnecessary” dentistry.
Ironically, once patients realise treatment is elective, many feel more motivated to choose it — because it’s truly their decision.
From Sales to Support: A Communication Shift That Changes Everything
This approach doesn’t mean underselling or avoiding recommendations.
It means communicating in a way that supports informed consent, empowers patient ownership, and strengthens trust.
When patients trust that you’re not selling, they listen more deeply. They ask better questions. And they choose treatment for their own reasons — not because they felt persuaded.
Bringing It All Together
We create polite evasion when we make it too hard for patients to say an honest “no.”
By simply acknowledging that most dentistry is elective, we remove pressure, enhance understanding, and build lasting patient relationships.
At the same time, we protect our reputation, our confidence, and our communication integrity.
Learn the Primespeak Way - Communication for Dentists
If you’d like to master conversations that build trust, eliminate pressure, and increase treatment acceptance, Primespeak was designed for you.
Join a Primespeak Seminar, our flagship communication for dentists workshop, and learn how to reframe treatment discussions so patients say “yes” for the right reasons. Learn more and save your spot here.
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